Senior Key Channel Executive for Beckman Coulter Diagnostics is responsible for owning and developing an account strategy in coordination with our distribution partners in the non-acute market. You will uphold current knowledge of the customers27 business, financial and technical needs as well as strategically position our products through tactical sales techniques to put Beckman Coulter in a position to win.
This position is part ofNorth America Commercial Operations and will be fully remote in field with 60% travel. At Beckman Coulter, our vision is to relentlessly reimagine healthcare, one diagnosis at a time.
You will be a part of the Distribution team and responsible for owning, maintaining, and fostering distributor and account relationships at all levels and leverage cross-discipline subject matter experts to provide a total solution based on the customer27s needs. You will drive and own core growth by footprint expansion through retaining base business and adding competitive disciplines and test menu. If you thrive in a dynamic role and want to work to build a world-class sales organization2020
In this role, you will have the opportunity to:
Partner with our distributors and hospital market Beckman Coulter Dx team to call on assigned accounts and prioritize sales activities within those accounts (existing and competitive) to position Beckman Coulter products with customer27s needs; Promote install base revenue growth via margin and test menu expansion; Involve product experts in the development of account strategy, and throughout the sales process.
Utilize key influencers for developing and closing sales through distribution in physician offices, regional reference, student health centers, urgent care and community and public health laboratories.
Through solid market and competitor knowledge, develop and execute creative strategies to influence the decision criteria and utilize winning tactics to close the sale; Own and manage the preparation & execution of business reviews, account plans, regional meetings and product shows.
Effectively link Beckman Coulter27s solutions to the customers27 technical, financial and business needs.
Implement the sales plan designed to achieve established sales and financial goals; Responsible for contracting and pricing strategy for territory Physician27s Office Laboratory customers.
The essential requirements for the job include:
Bachelor27s degree required preferably in science or business with 5 years27 sales experience preferably within distribution, hospital or laboratory setting.
Strong relationship building skills with distributor sales and management partners to effectively collaborate and coordinate resources.
Solid understanding of tactical sales skills (prospecting, qualifying, closing, and growing existing customers) strongly preferred in laboratory diagnostics; Proactive approach examining, diagnosing and prescribing strategic business solutions to meet objectives.
Strong communication and presentation skills; demonstrated ability to conduct a technical presentation and be able to articulate clearly, concisely and accurately throughout.
Highly organized, with strong and disciplined program and sales management skills; manages distributor partners, works diligently within the sales cycle activities, prepares for and delivers business reviews effectively (with distributors, customers and internally); Excellent time and territory management habits.
It would be a plus if you also possess previous experience in:
Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it27s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide.
The salary range for this role is $100,000 - $120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $170,000 2D $190,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.
This job is also eligible for bonus/incentive pay.
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company27s sole discretion unless and until paid and may be modified at the Company27s sole discretion, consistent with the law.
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